Accounting
6 critical financial metrics your business owner clients may be overlooking
Published
5 months agoon

Like you, I work with many small business owners. When it comes to operations, they know their businesses inside and out. But they often overlook important financial metrics that could cost them growth, profitability and customers. By helping owners shore up those metrics, you can help them boost their enterprise value and add more value to your relationship. Here are six key metrics you’ll want to keep an eye on:
1. Customer acquisition cost: Quite simply, CAC measures how much a business spends on sales and marketing to acquire each new customer.
Calculation: CAC = Total Sales and Marketing Costs / Number of New Customers Acquired
If your clients’ CAC is high, they are losing money on every new customer they bring in. CAC helps you and your client determine how efficient their channels and content are, and the ways they target customers.
A CAC under six months is ideal. This means your client is recouping its customer acquisition investment within six months of acquiring the customer. A payback period of six to 12 months is acceptable but requires careful cash flow management. A CAC over 12 months is difficult to sustain and indicates inefficient acquisition strategies that need immediate attention.
How you can help improve CAC:
- Eliminate underperforming marketing channels. Analyze which channels have extended payback periods and reallocate the money spent on those channels to those delivering faster returns.
- Focus marketing dollars on the most profitable customer segments. Run an analysis to identify which customer types are easiest to acquire and most likely to become long-term clients. Then concentrate resources on targeting similar prospects. This focused approach typically delivers better results than broad-based marketing.
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Streamline the sales process to close deals faster. Every extra week in the sales pipeline increases acquisition costs. Identify bottlenecks such as slow proposal delivery, delayed follow-ups and implement solutions that help move prospects through to close more efficiently.
2. Customer lifetime value: The lifetime value refers to the total revenue expected from a customer over their entire relationship with your client’s business. LTV is very helpful for understanding long-term profitability, CAC and customer retention strategies.
Calculation: LTV = Contribution margin (M) * years a customer stays with a company (T)
Having an LTV:CAC ratio of 3:1 or higher is excellent. This means each customer generates at least three times what you spent to acquire them, so you have sufficient margin to cover operating expenses and generate profit. A ratio of 1:1 or below means your client is losing money on customer acquisition and this needs to be addressed ASAP.
How you can help improve LTV:
- Implement annual prepay discounts that lock in longer commitments. Offering a modest discount for annual pre-payment instead of monthly creates a win-win: Customers save money, and the business secures longer-term revenue while dramatically reducing churn risk.
- Identify the “danger zones” where customer churn spikes. Your client is likely losing clients at certain milestones such as 30 days, 90 days or at contract renewal time. Encourage your client to conduct personalized check-ins or success reviews at these times to reinforce value.
- Segment customers by true profitability, not just by revenue. As with your clients, some small business customers cost more to serve than they’re worth. Calculate each customer’s LTV after accounting for service costs. Then help your client decide where to invest retention resources for maximum return.
3. Free cash flow: Unlike net income, which includes non-cash items such as depreciation, FCF measures the actual usable cash a company generates — i.e., the amount of cash a company has left over after paying for its operating expenses and capital expenditures. FCF is considered a good indicator of a company’s financial health and ability to generate cash. Positive FCF gives business owners flexibility and options; negative FCF implies vulnerability and dependency on financing.
Calculation: Operating Cash Flow − Capital Expenditures = Free Cash Flow. FCF of 10% to 20% of revenue is ideal for most small businesses. This indicates the business is generating sufficient cash to reinvest in growth, pay down debt, or distribute to owners. FCF below 5% of revenue may indicate cash flow challenges, while consistently negative FCF is unsustainable without external financing.
How you can help improve FCF:
- Shift billing models to capture cash earlier. Move from monthly to annual billing, or from net 30 to net 15 terms.
- Renegotiate payment terms with major vendors. Simply asking vendors to extend terms to net 60 from net 30 costs your client nothing but provides a permanent boost to working capital. Focus on the largest vendors where even small changes to terms create meaningful impact.
- Evaluate lease versus buy decisions. Large equipment purchases drain cash immediately, while leasing spreads the cost over time. Help clients understand when each option makes sense based on their cash position and the urgency of the investment.
4. Return on invested capital: ROIC shows how well a company generates cash from the money it invests in its business. Companies able to achieve high returns create value and are ready for growth. High ROIC businesses can fund growth internally and are attractive to investors or potential buyers.
Calculation: ROIC = Net Operating Profit After Tax ÷ Invested Capital
ROIC of 15% to 20% or higher is excellent. This indicates the business is generating strong returns on every dollar invested. ROIC above the company’s cost of capital (typically 8% to 12% for small businesses) means your client’s enterprise is creating value. ROIC below the cost of capital erodes value over time.
How you can help improve ROIC:
- Eliminate low-performing products or service lines. Every business has offerings that consume disproportionate resources while delivering minimal returns. Use profitability analysis to help owners identify lagging products and services. Discontinuing laggards frees up capital for better uses.
- Test strategic price increases on products with strong market position. Most small businesses underprice their best offerings. Even modest increases for products that customers value can boost ROIC without sacrificing volume.
- Evaluate whether to outsource capital-intensive activities. If the business can outsource low-return functions such as delivery, warehousing or manufacturing, and redeploy that capital into higher-return core activities, the overall ROIC improves dramatically.
5. Cash conversion cycle. CCC measures how quickly customers pay your client’s business, compared to how long it takes the business to pay its suppliers. CCC is critical for businesses with inventory.
If customers pay quickly, and the business manages its inventory well, and takes its time paying its suppliers, then free cash flow can be consistently positive, even when net income is not.
To calculate CCC: Average days inventory is held + average days customers pay – average days business pays suppliers.
The lower the CCC, the better. A CCC of 30 to 45 days is generally healthy for most SMBs. Negative CCC (in which suppliers are paid after collecting from customers) is ideal, but rare for small businesses. CCC over 90 days often indicates collection problems, excess inventory or overly aggressive supplier payment that strains cash flow.
How you can help improve CCC:
- Negotiate extended payment terms with key suppliers. Moving from net 30 to net 45 or net 60 significantly improves working capital. It costs nothing to ask.
- Implement just-in-time inventory practices for high-volume items. The products that move fastest typically represent the largest inventory investment. Moving these products to more frequent, smaller deliveries frees up significant working capital.
- Scrutinize slow-paying customers. Customers who habitually pay far beyond terms are essentially using the business as their bank. Help calculate the true cost of these relationships and decide whether to tighten terms or exit the relationship.
6. Earnings before interest, taxes, depreciation, and amortization: EBITDA measures a company’s overall profitability by adding back interest, taxes, depreciation, and amortization to its net income. EBITDA provides a clearer view of a company’s profitability from its core operations, excluding the effects of financing and accounting decisions.
Calculation: EBITDA = Net Income + Interest + Taxes + Depreciation + Amortization
EBITDA margins of 10% to 20% are generally healthy for most small businesses, though this varies significantly by industry. Service businesses often achieve higher margins (15% to 25%), while retail or manufacturing may run 5% to 15%. The key is to make sure EBITDA is positive and growing, demonstrating operating profitability. Small businesses are typically valued on a multiple of EBITDA (commonly 3x to 6x for small businesses, depending on industry and growth).
How to help clients improve EBITDA:
- Conduct systematic expense reviews focused on the largest cost categories. Typically, the top five to 10 expense categories represent 70% to 80% of total costs. Even small percentage reductions in those categories can create meaningful EBITDA gains.
- Properly adjust EBITDA for owner discretionary expenses. When preparing for a sale or financing, help present “normalized” EBITDA that excludes personal expenses run through the business. This shows true earning power and can significantly impact valuation.
- Evaluate facility costs and space utilization. Real estate is typically one of the largest fixed costs for business owners. Consider whether the business could operate effectively from less space, especially with remote workers increasingly common.
By moving beyond basic compliance work to strategic advisory services, you can deliver tremendous value to your clients while building a stronger, more profitable practice.
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The Financial Accounting Standards Board met this week to discuss its projects on accounting for transfers of cryptocurrency assets and enhancing the disclosures around certain digital assets, such as stablecoins.
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During Wednesday’s meeting, FASB’s board made certain tentative decisions, according to a
At a future meeting, the board plans to consider clarifying the derecognition guidance for crypto transfer arrangements to assess whether the control of a crypto asset has been transferred.
FASB also began deliberations on the
The board decided to provide illustrative examples in Topic 230, Statement of Cash Flows, to clarify whether certain digital assets such as stablecoins can meet the definition of cash equivalents. It also decided to include the following concepts in the illustrative examples:
- Interpretive explanations that link to the current cash equivalents definition;
- The amount and composition of reserve assets; and,
- The nature of qualifying on-demand, contractual cash redemption rights directly with the issuer.
FASB plans to clarify that an entity should consider compliance with relevant laws and regulations when it’s creating a policy concerning which assets that satisfy the Master Glossary definition of the term “cash equivalents“ will be treated as cash equivalents.
“I agree with the staff suggestion to look at examples,” said FASB vice chair Hillary Salo. “From my perspective, I think that is going to help level the playing field. People have been making reasonable judgments. I agree with that. And I think that this is really going to help show those goalposts or guardrails of what types of stablecoins would be in the scope of cash equivalents, and which ones would not be in the scope of cash equivalents. I certainly appreciate that approach, and I think it has the least potential impact of unintended consequences, because I do agree with my fellow board members that we shouldn’t be changing the definition of cash equivalents, and it’s a high bar to get into the cash equivalent definition.”
“I’m definitely supportive of not changing the definition of cash equivalents,” said FASB chair Richard Jones. “I believe that’s settled GAAP in a way, and we’re not really seeing a call to change it for broader issues. I am supportive of the example-based approach. The challenge with examples, though, is everybody’s going to want their exact pattern, but that’s not what we’re doing.”
The examples will explain the rationale for how digital assets such as stablecoins do or do not qualify as cash equivalents and give a roadmap for other types of digital assets with varying fact patterns to be able to apply.
“We really don’t want to be as a board facing a situation where something was a cash equivalent and then no longer is at a later date,” said Jones. “That’s not good for anyone, so keeping it as a high bar with certain rigid criteria, I think, is fine.”
Stablecoins are supposed to be pegged to fiat currencies such as U.S. dollars and thus provide more stability to investors. “In my view, while a stablecoin may meet the accounting definition established for cash equivalents, not every one of those stablecoins in the cash equivalent classification represents the same level of risk,” said FASB member Joyce Joseph.
She noted that the capital markets recognize the distinctions and have established a Stablecoin Stability Assessment Framework to evaluate a stablecoin’s ability to maintain its peg to a fiat currency. Such assessments look at the legal and regulatory framework associated with the stablecoin, and provide investors with information that could enable them to do forward-looking assessments about the stability of the stablecoin.
“However, for an investor to consider and utilize such information for a company analysis the financial statement disclosures would need to include information about the stablecoin itself,” Joseph added. “In outreach, the staff learned that investors supported classifying certain stablecoins as cash equivalents when transparent information is available about the entities at which the reserve assets are held. Therefore, in my view, taking all of this into consideration a relevant and informative company disclosure would include providing investors with the name of the stablecoin and the amount of the stablecoin that is classified as a cash equivalent, so investors can independently assess the liquidity risks more meaningfully and more comprehensively by utilizing broader information that is available in the capital markets and its emerging information.”
Such information could include the issuer, reserves, governance and management, she noted, so investors would get a more holistic look at the risks that holding the stablecoin would entail for a given company.
The board decided to require all entities to disclose the significant classes and related amounts of cash equivalents on an annual basis for each period that a statement of financial position is presented.
Entities should apply the amendments related to the classification of certain digital assets as cash equivalents on a modified prospective basis as of the beginning of the annual reporting period in the year of adoption.
FASB decided that entities should apply the amendments related to the disclosure of the significant classes and amounts of cash equivalents on a prospective basis as of the date of the most recent statement of financial position presented in the period of adoption.
The board will allow early adoption in both interim and annual reporting periods in which financial statements have not been issued or made available for issuance.
FASB also decided to permit entities to adopt the amendments to be illustrated in the examples related to the classification of certain digital assets as cash equivalents without the need to perform a preferability assessment as described in Topic 250, Accounting Changes and Error Corrections.
The board directed the staff to draft a proposed accounting standards update to be voted on by written ballot. The proposed update will have a 90-day comment period.
Accounting
Lawmakers propose tax and IRS bills as filing season ends
Published
2 weeks agoon
April 17, 2026

Senators introduced several pieces of tax-related legislation this week, including measures aimed at improving customer service at the Internal Revenue Service, cracking down on tax evasion and curbing the carried interest tax break, in addition to efforts in the House to repeal the Corporate Transparency Act.
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Senators Bill Cassidy, R-Louisiana, and Mark Warner, D-Virginia, teamed up on introducing a bipartisan bill, the
The bill would establish a dashboard to inform taxpayers of backlogs and wait times; expand electronic access to information and refunds; expand callback technology and online accounts; and inform individuals facing economic hardship about collection alternatives.
“Taxpayers deserve a simple, stress-free experience when dealing with the IRS,” Cassidy said in a statement Wednesday. “This bill makes the process quicker and easier for taxpayers to get the information they need.”
He also mentioned the bill during a
“I’m happy to meet with the team … and do all I can to make it as good as you want it to be,” said Bisignano.
“My bill would equip the IRS with the legislative mandate to create an online dashboard so that taxpayers can monitor average call wait time and budget time accordingly,” said Cassidy. He noted that the bill would allow a callback for taxpayers that might need to wait longer than five minutes to speak to a representative, and establish a program to identify and support taxpayers struggling to make ends meet by providing information about alternative payment methods, such as installments, partial payments and offers in compromise.
“I know people are kind of desperate and don’t know where to turn for cash, so I think this could really ease anxiety,” he added. “This legislation is bipartisan and is likely to pass this Congress.”
Cassidy and Warner
“Taxpayers shouldn’t have to jump through hoops to get basic answers from the IRS — and in the last year, those challenges have only gotten worse,” Warner said in a statement. “I am glad to reintroduce this bipartisan legislation on Tax Day to ease some of this frustration by increasing clear communication and making IRS resources more readily available.”
Stop CHEATERS Act
Also on Tax Day, a group of Senate Democrats and an independent who usually caucuses with Democrats teamed up to introduce the Stop Corporations and High Earners from Avoiding Taxes and Enforce the Rules Strictly (Stop CHEATERS) Act.
Senate Finance Committee ranking member Ron Wyden, D-Oregon, joined with Senators Angus King, I-Maine, Elizabeth Warren, D-Massachusetts, Tim Kaine, D-Virginia, and Sheldon Whitehouse, D-Rhode Island. The bill would provide additional funding for the IRS to strengthen and expand tax collection services and systems and crack down on tax cheating by the wealthy.
“Wealthy tax cheats and scofflaw corporations are stealing billions and billions from the American people by refusing to pay what they legally owe, and far too many of them are getting a free pass because Republicans gutted the enforcement capacity of the IRS,” Wyden said in a statement. “A rich tax cheat who shelters mountains of cash among a web of shell companies and passthroughs is likelier to be struck by lightning than face an IRS audit, and Republicans want to keep it that way. This bill is about making sure the IRS has the resources it needs to go after wealthy tax cheats while improving customer service for the vast majority of American taxpayers who follow the law every year.”
Earlier this week. Wyden also
The Stop CHEATERS Act would provide the IRS with additional funding for tax enforcement focused upon high-income tax evasion, technology operations support, systems modernization, and taxpayer services like free tax-payer assistance.
“As Congress seeks ways to fund much-needed policy priorities and address our growing national debt, there is one common sense solution that should have unanimous bipartisan support: let’s enforce the tax laws already on the books,” said King in a statement. “Our legislation will make sure the IRS has the resources it needs to confront the gap between taxes owed and taxes paid – while ensuring that our tax enforcement professionals are focused on the high-income earners who account for the most tax evasion. This is a serious problem with an easy solution; let’s pass this legislation and make sure every American pays what they owe in taxes.”
Carried interest
Wyden, King and Whitehouse also teamed up on another bill Thursday to close the carried interest tax break for hedge fund managers that
Carried interest is a form of compensation received by a fund manager in exchange for investment management services, according to a
Under the bill, the
“Our tax code is rigged to favor ultra-wealthy investors who know how to game the system to dodge paying a fair share, and there is no better example of how it works in practice than the carried interest loophole,” Wyden said in a statement. “For several decades now we’ve had a tax system that rewards the accumulation of wealth by the rich while punishing middle-class wage earners, and the effect of that system has been the strangulation of prosperity and opportunity for everybody but the ultra-wealthy. There are a lot of problems to fix to restore fairness and common sense to our tax code, and closing the carried interest loophole is a great place to start.”
Repealing Corporate Transparency Act
The House Financial Services Committee is also planning to markup a bill next Tuesday that would fully repeal the Corporate Transparency Act, which has already been significantly
If enacted, the repeal would eliminate beneficial ownership reporting requirements, removing a transparency measure designed to help law enforcement and national security officials identify who is behind U.S. companies.
“This repeal would turn the United States back into one of the easiest places in the world to set up anonymous shell companies, something Congress worked for years to fix,” said Erica Hanichak, deputy director of the FACT Coalition, in a statement. “These entities are routinely used to facilitate corruption, financial crime, and abuse. Rolling back the CTA doesn’t just weaken transparency, it signals to bad actors around the world that the U.S. is once again open for illicit business.”
Accounting
IRS struggles against nonfilers with large foreign bank accounts
Published
3 weeks agoon
April 15, 2026

The Internal Revenue Service rarely penalizes taxpayers who have high balances in foreign bank accounts and fail to file the proper forms, according to a new report.
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The
Taxpayers with specified foreign financial assets that meet a certain dollar threshold are also required to report the information to the IRS by filing Form 8938. Failure to file the form can result in penalties of up to $60,000. However, TIGTA’s previous reports have demonstrated that the IRS rarely enforces these penalties.
The IRS created an Offshore Private Banking Campaign initiative to address tax noncompliance related to taxpayers’ failure to file Form 8938 and information reporting associated with offshore banking accounts, but it’s had limited success.
Even though the initiative identified hundreds of individual taxpayers with significant foreign bank account deposits who failed to file Forms 8938, the campaign only resulted in relatively few taxpayer examinations and a small number of nonfiling penalties. The campaign identified 405 taxpayers with significant foreign account balances who appeared to be noncompliant with their FATCA reporting requirements.
The IRS used two ways to address the 405 noncompliant taxpayers: referral for examinations and the issuance of letters to them.
- 164 taxpayers (who had an average unreported foreign account balance of $1.3 billion) were referred for possible examination, but only 12 of the 164 were examined, with five having $39.7 million in additional tax and $80,000 in penalties assessed.
- 241 noncompliant taxpayers (who had an average unreported account balance of $377 million) received a combination of 225 educational letters (requiring no response from the taxpayers) and 16 soft letters (requiring taxpayers to respond). None of the 241 taxpayers were assessed the initial $10,000 FATCA nonfiling penalty.
“While taxpayers can hold offshore banking accounts for a number of legitimate reasons, some taxpayers have also used them to hide income and evade taxes,” said the report.
Significant assets and income are factors considered by the IRS when assessing whether taxpayers intentionally evaded their tax responsibilities, the report noted. Given the large size of the average unreported foreign account balances, these taxpayers probably have higher levels of sophistication and an awareness of their obligation to comply with the law.
TIGTA believes the IRS needs to establish specific performance measures to determine the effectiveness of the FATCA program. “If the IRS does not plan to enforce the FATCA provisions even where obvious noncompliance is identified, it should at least quantify the enforcement impact of its efforts,” said the report. “This will ensure that IRS decision makers have the information they need to determine if the FATCA program is worth the investment and improves taxpayer compliance.
TIGTA made three recommendations in the report, including revising Campaign 896 processes to include assessing FATCA failure to file penalties; assessing the viability of using Form 1099 data to identify Form 8938 nonfilers; and implementing additional performance measures to give decision makers comprehensive information about the effectiveness of the FATCA program. The IRS disagreed with two of TIGTA’s recommendations and partially agreed with the remaining recommendation. IRS officials didn’t agree to assess penalties in Campaign 896 or with implementing performance measures to assess the effectiveness of the FATCA program.
“From our perspective, TIGTA’s conclusions regarding IRS Campaign 896 are based, in part, on a misguided premise and overgeneralizations, including the treatment of ‘potential noncompliance’ as tantamount to ‘egregious noncompliance’ that warrants a monetary penalty without contemplating the variety of justifications that may exempt a taxpayer from having to file Form 8938,” wrote Mabeline Baldwin, acting commissioner of the IRS’s Large Business and International Division, in response to the report.
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